Hubspot Inbound Conference Talk - "Create Predictable, Scalable Sales Revenue"
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Transcript of Hubspot Inbound Conference Talk - "Create Predictable, Scalable Sales Revenue"
#INBOUND13
Create Predictable, Scalable Sales Revenue
AARON ROSSAuthor “Predictable Revenue”@motoceowww.linkedin.com/in/aaronross
Slides: PredictableRevenue.com/inboun
d
• 3 Fatal Mistakes
• Why Salespeople Shouldn’t
Prospect
• What It Takes To Create Sales
Growth That Scales
Welcome
#1 Bestseller
Aaron Ross
• $100m @ SFDC• Father of four+• 25 hr workweek
Crossing The Hot Coals
Fatal Mistake:Treating All Leads Alike1
3 Lead Types: Seeds, Nets and Spears
Fatal Mistake:Selling To The Wrong Prospects
2
Fatal Mistake:Making Salespeople Prospect
3
• They aren’t any good
at it
• They don’t like it
• It’s not repeatable
Why Salespeople Shouldn’t Prospect
Google “Why Salespeople Shouldn’t Prospect” and send it to your manager
When To Hand Off Outbound Leads
Fatal Mistake:Mis-Hiring4
Builders Vs. Growers
• Grow your best future hires
• Lower risk, cost
• Faster ramp time
• Better client experience
Build A Farm Team System
• Enhance your inbound marketing
• Drive predictable results
• Triple your growth rate
• Be a great source of future all-around
talent
Specialized Sales Roles + An Expert Outbound Team Can…
Examples
1. +$10m in new pipeline last
quarter
2. $1m to $20m in three years
3. 0% to 30% growth (adding
$10m)
Want A Closer Look & Details?
#INBOUND2013
www.PredictableRevenue.com
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